Ways to Nurture your Sphere of Influence

What is it and why should I use it?

Your sphere of influence (SOI) is your personal network. It is everyone you know personally and have some sway over which includes your close connections, loose ones and acquaintances as well.

Think of it as a tree. You will find that you are closely connected to people you know, and those that they know. And this branching of people can be used to boost business opportunities. In fact, over 65% of agents’ business comes from spheres of influence, you should definitely not skip over this.

People you know can:

• Help reach out to hidden home buyers and sellers.
• Act as a quality assurance and generate warm leads.

‍

‍

Why does it work?

Simply because familiarity builds trust. Business is more likely to succeed when a client or prospect is familiar with and trusts you. And so, when the people in their own sphere of influence hear about you, they gain 'second-hand trust' from the mutual connection, which can earn you their business as well.

Get started!

Earn referrals and deals by working your SOI.

• Create a master list. The list of names may seem endless, but so is its business potential.
• Segment your contacts. This can be by relationship type, date of first contact, or any categories that work for you.
• Prioritize and highlight the strongest leads.
• Take notes. Add separate sections for reminders, important dates, names, or other info such as a place that they are interested in moving to. 

Outreach

You can maintain or make new relationships online, on the phone, or in person. The contact method will depend on how you segment your groups. Some tips are:

• Make conversations personalized and ideally over the phone for first contacts. 
• Request permission for sending emails, newsletter, or listings. You don’t want to be intrusive.
• Ask for referrals. No need to make separate specific emails, and instead try weaving in a quick question in messages to friends or associates.
• Pick up the phone. Focus on having an enjoyable conversation rather than being overly salesly.
  

‍‍

‍

Vary the Medium

Go into personal video chats, phone calls and social media, rather than just emails. Subscribe to business journals and local newspapers to keep track of what is happening in the local area. Then help educate prospects by sharing relevant info. Create a bigger impression by publishing works as well. 

Rinse and repeat!

The regularity of attending to your SOI will vary by relationship type. Still, review notes from previous calls or emails to continue conversations and plan ongoing contact. 

Nurturing your SOI

Going the extra mile is always rewarding. Deepen connections by giving out personal thank you letters after earning referrals, be involved with local and community events, give out business cards and strike up new conversations. The key is to make lasting impressions, so make your agency a step higher by staying in touch and providing value to your personal networks.